How do you measure the effectiveness of your sales onboarding program? What are the metrics you want to show to prove that what you're doing from an onboarding and training perspective is actually having an impact on the business?
What if you could improve ramp time by 5-20% next year? What financial impact would this have?
What metrics should you be measuring specifically to really determine if your sales onboarding program is actually succeeding?
All right, hear me out here. I am really tired of listening to sales enablement managers, or any sales leader for that matter, talking about certifications as the be-all, end-all of sales onboarding.
There is such a thing as bad sales enablement. I’ve seen many market leaders discussing this topic lately.
I’m shocked at the number of sales enablement professionals I’ve had conversations with who do not measure CRM-based metrics or milestones for their onboarding and training programs. Qualified opportunities. Demos completed. Time to first deal. Second deal. Third deal.